Sr. Hardware Capture And Business Development Manager - Ps

SHI’s Sr. Hardware Capture and Business Development Manager, Public Sector helps support regional and national growth strategies with our current contracts and will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts and to help develop capture strategy for those key contracts.  

The Hardware Capture and Business Development Manager, Public Sector will support the pursuit plan developed by the Capture and Strategy team and will help conduct competitive analyses to position sales and RFP teams to create effective proposals. Viewed as an authority in their position with broad job and industry knowledge, the Senior Hardware Capture and Business Development Manager serves as an expert whose informed analysis is valued and respected.

The Senior Hardware Capture and Business Development Manager, Public Sector will report to the Director SLED Contract Capture and Development. This position is required to report to the SHI Somerset, NJ office on occasion as determined by SHI management.

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Include, but are not limited to:

• Develop, maintain, and advance our relationships with Partners/COOPs that align with our target areas
• Executing strategies and tactics to deliver a qualified pipeline of Hardware contract opportunities with pursuit/win plans for each
• Support continual Business Development process improvement
• Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, GovWin and Onvia
• Help create and maintain Capture Plans
• Analyze and assist in the tracking of hardware contract requirements
• Understand government contracting vehicles and procedures
• Help to manage existing partnerships with Hardware partners and COOPs in order to identify new opportunities and add value to existing client base
• Contribute to obtaining intelligence, assessing competitors, and helping position SHI to win new contracts
• Collaborate with SHI sellers and sales support to identify, qualify, and develop upcoming Hardware opportunities
• May attend conferences and other external meetings to explore Business Development opportunities
• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support Business Development
• Evangelize and enable use of profitable, strategic hardware contracts to SHI sellers
• Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both 1x1 and in group training settings
• Work with partners to develop, identify, and qualify upcoming opportunities
• Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units) 
• Mentor and counsel account managers, field account executives, sales managers, and proposal writers through the contract capture process
• Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing
• Gather intelligence, assess competitors, and help position SHI to win new hardware business
• Drive connection between SHI sales team and various Hardware teams

• 5+ years of related experience of Public Sector Capture, Procurement, RFP, or sales experience
• Bachelor's Degree or equivalent SHI experience 
• Experience translating strategy into action
• Prior experience working with proposals

• Thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing
• Excellent organizational, written, and verbal communication skills and ability to communicate both internally and externally
• Excellent project management and execution skills including clear methods for tracking action items, consistent follow-up with involved parties, and ability to lead executive briefings on opportunities and progress
• Excellent sales presentation skills with the ability to influence and impact an audience
• Strong interpersonal, planning, and problem-solving skills
• Strong ability to multitask and prioritize assignments
• Ability to work in a dynamic, results driven and fast paced culture
• Ability to manage and report on opportunities throughout the various stages within the sales pipeline

Preferred Skills and Qualifications 

• Knowledge and understanding of SHI’s public sector contracts
• Experience educating others about contract benefits and operations
• Experience positioning public sector contracts to an internal or external audience
• Proven ability encouraging customers to use specific contracts
• Experience working with customers pre-RFP to shape opportunities
• Experience working with cooperatives and sourcing committees before, during, and after the RFP process

• 25% travel is required for customer and company meetings
• Extended hours are required to complete some special projects 

• The estimated annual pay range for this position is $125,000 - $175,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status